Equibles

8-K

SelectQuote, Inc. (SLQT)

8-K 2021-08-25 For: 2021-08-25
View Original
Added on April 07, 2026

UNITED STATES

SECURITIES AND EXCHANGE COMMISSION

Washington, D.C. 20549

_______________

Form 8-K

Current Report

_______________

Pursuant to Section 13 or 15(d)

of the Securities Exchange Act of 1934

Date of Report (Date of earliest event reported): August 25, 2021

SELECTQUOTE, INC.

(Exact name of registrant as specified in its charter)

_____________

Delaware 001-39295 94-3339273
(State or other jurisdiction of incorporation) (Commission File Number) (I.R.S. Employer Identification No.)
6800 West 115th Street, Suite 2511
Overland Park, Kansas 66211
(Address of principal executive offices) (Zip code)
(913) 599-9225
(Registrant’s telephone number, including area code)
No change since last report
(Former Name or Address, If Changed Since Last Report)

Check the appropriate box below if the Form 8-K filing is intended to simultaneously satisfy the filing obligation of the registrant under any of the following provisions:

☐ Written communications pursuant to Rule 425 under the Securities Act (17 CFR 230.425)
☐ Soliciting material pursuant to Rule 14a-12 under the Exchange Act (17 CFR 240.14a-12)
☐ Pre-commencement communications pursuant to Rule 14d-2(b) under the Exchange Act (17 CFR 240.14d-2(b))
☐ Pre-commencement communications pursuant to Rule 13e-4(c) under the Exchange Act (17 CFR 240.13e-4(c))

Securities registered pursuant to Section 12(b) of the Act:

Title of each class Trading Symbol Name of each exchange on which registered
Common Stock, $0.01 par value SLQT New York Stock Exchange

Indicate by check mark whether the registrant is an emerging growth company as defined in Rule 405 of the Securities Act of 1933 (§230.405 of this chapter) or Rule 12b-2 of the Securities Exchange Act of 1934 (§240.12b-2 of this chapter).

Emerging growth company ☐

If an emerging growth company, indicate by check mark if the registrant has elected not to use the extended transition period for complying with any new or revised financial accounting standards provided pursuant to Section 13(a) of the Exchange Act. ☐

Item 2.02.    Results of Operations and Financial Condition.

On August 25, 2021, SelectQuote, Inc. reported its financial results for the fourth quarter and full fiscal year ended June 30, 2021. A copy of the related press release and investor presentation are attached hereto as Exhibits 99.1 and 99.2, respectively.

These exhibits are being furnished pursuant to Item 2.02, and the information contained therein shall not be deemed “filed” for purposes of Section 18 of the Securities Exchange Act of 1934, as amended (the “Exchange Act”), or otherwise subject to the liabilities of that section, nor shall either of them be deemed incorporated by reference in any filing under the Securities Act of 1933, as amended, or the Exchange Act, except as shall be expressly set forth by specific reference in such filing.

Item 9.01    Financial Statements and Exhibits.

(d)    Exhibits

Exhibit No. Description of Exhibit
99.1 Press Release dated August 25, 2021
99.2 Investor Presentation

SIGNATURES

Pursuant to the requirements of the Securities Exchange Act of 1934, as amended, the registrant has duly caused this report to be signed on its behalf by the undersigned hereunto duly authorized.

SELECTQUOTE, INC.

Date: August 25, 2021 By: /s/ Raffaele Sadun
Name: Raffaele Sadun
Title: Chief Financial Officer

Document

Exhibit 99.1

SelectQuote, Inc. Reports Fourth Quarter 2021 and Fiscal Year 2021 Results

Fourth Quarter of Fiscal Year 2021 - Consolidated Earnings Highlights

•Revenue of $188.4 million, Up 33% Year-Over-Year

•Net Income of $3.3 million, Down $16.7 million Year-Over-Year

•Adjusted EBITDA of $21.3 million, Down 47% Year-Over-Year*

Fourth Quarter of Fiscal Year 2021 - Segment Highlights

Senior

•Revenue of $124.4 million, Up 42% Year-Over-Year

•Adjusted EBITDA of $24.8 million, Down 26% Year-Over-Year*

•Approved Medicare Advantage policies grew 54% Year-Over-Year

Life

•Revenue of $59.9 million, Up 41% Year-Over-Year

•Final expense premiums grew 79% Year-Over-Year

Auto & Home

•Revenue of $7.2 million, Down 41% Year-Over-Year

•Total Auto & Home premiums declined 37% Year-Over-Year

OVERLAND PARK, Kan., August 25, 2021--(BUSINESS WIRE)--SelectQuote, Inc. (NYSE: SLQT), reported consolidated revenue for the fourth quarter of fiscal year 2021 of $188.4 million, which was a 33% increase year-over-year. Consolidated net income for the fourth quarter of fiscal year 2021 was $3.3 million, which was a $16.7 million decrease year-over-year. Finally, consolidated Adjusted EBITDA for the fourth quarter of fiscal year 2021 was $21.3 million, which was a 47% decrease year-over-year.

Consolidated revenue for the fiscal year ended June 30, 2021, was $937.8 million, a 76% increase over consolidated revenue for the fiscal year ended June 30, 2020, of $531.5 million. Consolidated net income for the fiscal year ended June 30, 2021, was $131.0 million, an increase of $49.9 million over consolidated net income for the fiscal year ended June 30, 2020, of $81.1 million. Finally, consolidated Adjusted EBITDA for the fiscal year ended June 30, 2021, was $228.0 million compared to consolidated Adjusted EBITDA of $154.0 million for the fiscal year ended June 30, 2020, a 48% increase.

Chief Executive Officer Tim Danker commented, “2021 was a landmark year for SelectQuote both in terms of our growth but also in the significant opportunity established through the initiation of our Population Health strategy. For the full year we grew Adjusted EBITDA by $74.0 million or nearly 50% following growth of 46% in 2020. We continue to have high conviction in our differentiated model and our ability to scale quality growth in 2022 and beyond. We believe that SelectQuote’s strong connection with our end customers creates differentiated value and we expect Population Health to strengthen that bond in the years to come.”

Chief Financial Officer Raffaele Sadun added, “Our Senior full-year revenues grew 101% year-over-year, which follows full-year growth of 88% in fiscal 2020. New MA approved policies also grew in excess of 100% at attractive unit economics with a Revenue to CAC of 3.0x. Our MA LTV was down 2% for the year, which includes a full-year true-up in our 4th Quarter results for additional provision due to higher than expected intra-year lapse rates. Despite some persistency pressure compared to original expectations, we expect cohort-level IRRs to remain very attractive.”

*See reconciliation from non-GAAP measure, Adjusted EBITDA, to net income on pages 11-12.

Segment Results

We currently report on three segments: 1) Senior, 2) Life and 3) Auto & Home. The performance measures of the segments include total revenue and Adjusted EBITDA. Costs of revenue, marketing and advertising, and technical development operating costs and expenses that are directly attributable to a segment are reported within the applicable segment. Indirect costs of revenue, marketing and advertising, and technical development operating costs and expenses are allocated to each segment based on varying metrics such as headcount. Adjusted EBITDA is calculated as total revenue for the applicable segment less direct and allocated costs of revenue, marketing and advertising, technical development, and general and administrative operating costs and expenses, excluding depreciation and amortization expense; gain or loss on disposal of property, equipment, and software; share-based compensation expense; restructuring expenses; and non-recurring expenses such as severance payments and transaction costs.

Senior

Financial Results

The following table provides the financial results for the Senior segment for the periods presented:

(in thousands) 4Q 2021 4Q 2020 % Change FY 2021 FY 2020 % Change
Revenue $ 124,391 $ 87,865 42 % $ 728,701 $ 361,673 101 %
Adjusted EBITDA* 24,830 33,387 (26) % 243,777 145,738 67 %
Adjusted EBITDA Margin* 20 % 38 % 33 % 40 %

Operating Metrics

Submitted Policies

Submitted policies are counted when an individual completes an application with our licensed agent and provides authorization to them to submit it to the insurance carrier partner. The applicant may have additional actions to take, such as providing additional information, before the application will be reviewed by the insurance carrier, such as providing additional information.

The following table shows the number of submitted policies for the periods presented:

4Q 2021 4Q 2020 % Change FY 2021 FY 2020 % Change
Medicare Advantage 95,549 59,276 61 % 550,321 264,546 108 %
Medicare Supplement 2,498 7,702 (68) % 26,785 24,085 11 %
Dental, Vision and Hearing 30,287 17,212 76 % 132,106 70,018 89 %
Prescription Drug Plan 1,193 2,378 (50) % 11,436 13,513 (15) %
Other 3,884 2,278 71 % 16,487 5,890 180 %
Total 133,411 88,846 50 % 737,135 378,052 95 %

*See reconciliation from non-GAAP measure, Adjusted EBITDA, to net income on pages 11-12.

Approved Policies

Approved policies represents the number of submitted policies that were approved by our insurance carrier partners for the identified product during the indicated period. Not all approved policies will go in force.

The following table shows the number of approved policies for the periods presented:

4Q 2021 4Q 2020 % Change FY 2021 FY 2020 % Change
Medicare Advantage 83,448 54,305 54 % 467,585 225,404 107 %
Medicare Supplement 2,062 6,362 (68) % 21,911 18,102 21 %
Dental, Vision and Hearing 26,645 16,564 61 % 111,015 55,556 100 %
Prescription Drug Plan 1,191 2,481 (52) % 10,747 13,009 (17) %
Other 3,880 2,058 89 % 14,089 4,654 203 %
Total 117,226 81,770 43 % 625,347 316,725 97 %

Lifetime Value of Commissions per Approved Policy

Lifetime value of commissions per approved policy represents commissions estimated to be collected over the estimated life of an approved policy based on multiple factors, including but not limited to, contracted commission rates, carrier mix and expected policy persistency with applied constraints. The lifetime value of commissions per approved policy is equal to the sum of the commission revenue due upon the initial sale of a policy, and when applicable, an estimate of future renewal commissions.

The following table shows the lifetime value of commissions per approved policy for the periods presented:

(dollars per policy): 4Q 2021 4Q 2020 % Change FY 2021 FY 2020 % Change
Medicare Advantage $ 1,121 $ 1,256 (11) % $ 1,260 $ 1,287 (2) %
Medicare Supplement 1,323 1,382 (4) % 1,269 1,376 (8) %
Dental, Vision and Hearing 121 125 (3) % 136 140 (3) %
Prescription Drug Plan 180 226 (20) % 224 229 (2) %
Other 160 (48) (436) % 113 34 232 %

Per Unit Economics

Per unit economics represents total Medicare Advantage and Medicare Supplement commissions, other product commissions, other revenues, and costs associated with the Senior segment, each shown as per number of approved Medicare Advantage and Medicare Supplement approved policies over a given time period. Management assesses the business on a per unit basis to help ensure that the revenue opportunity associated with a successful policy sale is attractive relative to the marketing acquisition cost. Because not all acquired leads result in a successful policy sale, all per policy metrics are based on approved policies, which is the measure that triggers revenue recognition.

The Medicare Advantage and Medicare Supplement commission per MA/MS policy represents the lifetime value of commissions for policies sold in the period. Other commission per MA/MS policy represents the lifetime value of commissions for other products sold in the period, including dental, vision and hearing, prescription drug plan, and other products, which management views as additional commission revenue on our agents’ core function of MA/MS policy sales. Other per MA/MS policy represents the production bonuses, lead sales revenue from InsideResponse, and updated estimates of prior period variable consideration based on actual policy renewals in the current period. Total operating expenses per MA/MS policy represent all of the operating expenses within the Senior segment. The Revenue to customer acquisition cost (“CAC”) multiple represents total revenue per MA/MS policy as a multiple of total marketing acquisition cost, which represents the direct costs of acquiring leads which is included in marketing and advertising expense within the total operating expenses per MA/MS policy.

The following table shows per unit economics for the periods presented. Based on the seasonality of the Senior segment and the fluctuations between quarters, we believe that the most relevant view of per unit economics is on a rolling 12-month basis. All per MA/MS policy metrics below are based on the sum of approved MA/MS policies, as both products have similar commission profiles. These metrics are the basis on which management assesses the business:

Twelve Months Ended June 30,
(dollars per approved policy): 2021 2020 % Change
Medicare Advantage and Medicare Supplement approved policies 489,496 243,506 101 %
Medicare Advantage and Medicare Supplement commission per MA / MS policy $ 1,260 $ 1,293 (3) %
Other commission per MA/MS policy 39 45 (13) %
Other per MA / MS policy 190 147 29 %
Total revenue per MA / MS policy 1,489 1,485 0 %
Total operating expenses per MA / MS policy (991) (887) 12 %
Adjusted EBITDA per MA / MS policy* $ 498 $ 598 (17) %
Adjusted EBITDA Margin per MA / MS policy* 33 % 40 % (17) %
Revenue / CAC multiple 3.0X 3.5X

Life

Financial Results

The following table provides the financial results for the Life segment for the periods presented:

(in thousands) 4Q 2021 4Q 2020 % Change FY 2021 FY 2020 % Change
Revenue $ 59,905 $ 42,423 41 % $ 185,503 $ 129,967 43 %
Adjusted EBITDA* 10,310 12,258 (16) % 30,376 27,812 9 %
Adjusted EBITDA Margin* 17 % 29 % 16 % 21 %

Operating Metrics

Life premium represents the total premium value for all policies that were approved by the relevant insurance carrier partner and for which the policy document was sent to the policyholder and payment information was received by the relevant insurance carrier partner during the indicated period. Core premiums include term life and permanent life insurance policies while ancillary premiums include various smaller products. Because our commissions are earned based on a percentage of total premium, total premium volume for a given period is the key driver of revenue for our Life segment.

*See reconciliation from non-GAAP measure, Adjusted EBITDA, to net income on pages 11-12.

The following table shows core, final expense, and ancillary premiums for the periods presented:

(in thousands) 4Q 2021 4Q 2020 % Change FY 2021 FY 2020 % Change
Core Premiums $ 19,983 $ 18,965 5 % $ 76,251 $ 75,451 1 %
Final Expense Premiums 33,700 18,860 79 % 88,294 34,839 153 %
Ancillary Premiums 976 732 33 % 3,166 2,507 26 %

Auto & Home

Financial Results

The following table provides the financial results for the Auto & Home segment for the periods presented:

(in thousands) 4Q 2021 4Q 2020 % Change FY 2021 FY 2020 % Change
Revenue $ 7,161 $ 12,127 (41) % $ 30,913 $ 41,189 (25) %
Adjusted EBITDA* 1,316 3,104 (58) % 8,178 8,699 (6) %
Adjusted EBITDA Margin* 18 % 26 % 26 % 21 %

Operating Metrics

Auto & Home premium represents the total premium value of all new policies that were approved by our insurance carrier partners during the indicated period. Because our commissions are earned based on a percentage of total premium, total premium volume for a given period is the key driver of revenue for our Auto & Home segment.

The following table shows premiums for the periods presented:

(in thousands): 4Q 2021 4Q 2020 % Change FY 2021 FY 2020 % Change
Premiums $ 13,431 $ 21,162 (37) % $ 55,596 $ 70,087 (21) %

*See reconciliation from non-GAAP measure, Adjusted EBITDA, to net income on pages 11-12.

Earnings Conference Call

SelectQuote, Inc. will host a conference call with the investment community today, Wednesday, August 25, 2021, beginning at 5 p.m. ET. To register for this conference call, please use this link: http://www.directeventreg.com/registration/event/4967839. After registering, a confirmation will be sent via email, including dial in details and unique conference call codes for entry. Registration is open through the live call, but to ensure you are connected for the full call we suggest registering a day in advance or at minimum 10 minutes before the start of the call. The event will also be webcasted live via our investor relations website https://ir.selectquote.com/investor-home/default.aspx.

Non-GAAP Financial Measures

This release includes certain non-GAAP financial measures intended to supplement, not substitute for, comparable GAAP measures. To supplement our financial statements presented in accordance with GAAP and to provide investors with additional information regarding our GAAP financial results, we have presented in this release Adjusted EBITDA and Adjusted EBITDA Margin, which are non-GAAP financial measures. These non-GAAP financial measures are not based on any standardized methodology prescribed by GAAP and are not necessarily comparable to similarly titled measures presented by other companies. We define Adjusted EBITDA as income before interest expense, income tax expense, depreciation and amortization, and certain add-backs for non-cash or non-recurring expenses, including restructuring and share-based compensation expenses. The most directly comparable GAAP measure is net income. We monitor and have presented in this release Adjusted EBITDA because it is a key measure used by our management and Board of Directors to understand and evaluate our operating performance, to establish budgets and to develop operational goals for managing our business. In particular, we believe that excluding the impact of these expenses in calculating Adjusted EBITDA can provide a useful measure for period-to-period comparisons of our core operating performance.

We believe that this non-GAAP financial measure helps identify underlying trends in our business that could otherwise be masked by the effect of the expenses that we exclude in the calculations of this non-GAAP financial measure. Accordingly, we believe that this financial measure provides useful information to investors and others in understanding and evaluating our operating results, enhancing the overall understanding of our past performance and future prospects.

Forward Looking Statement

This release contains forward-looking statements. These forward-looking statements reflect our current views with respect to, among other things, future events and our financial performance. These statements are often, but not always, made through the use of words or phrases such as “may,” “should,” “could,” “predict,” “potential,” “believe,” “will likely result,” “expect,” “continue,” “will,” “anticipate,” “seek,” “estimate,” “intend,” “plan,” “projection,” “would” and “outlook,” or the negative version of those words or other comparable words or phrases of a future or forward-looking nature. These forward-looking statements are not historical facts, and are based on current expectations, estimates and projections about our industry, management’s beliefs and certain assumptions made by management, many of which, by their nature, are inherently uncertain and beyond our control. Accordingly, we caution you that any such forward-looking statements are not guarantees of future performance and are subject to risks, assumptions and uncertainties that are difficult to predict. Although we believe that the expectations reflected in these forward-looking statements are reasonable as of the date made, actual results may prove to be materially different from the results expressed or implied by the forward-looking statements.

There are or will be important factors that could cause our actual results to differ materially from those indicated in these forward-looking statements, including, but not limited to, the following: the ultimate duration and impact of the ongoing COVID-19 pandemic, our reliance on a limited number of insurance carrier partners and any potential termination of those relationships or failure to develop new relationships; existing and future laws and regulations affecting the health insurance market; changes in health insurance products offered by our insurance carrier partners and the health insurance market generally; insurance carriers offering products and services directly to consumers; changes to commissions paid by insurance carriers and underwriting practices; competition with brokers, exclusively online brokers and carriers who opt to sell policies directly to consumers; competition from government-run health insurance exchanges; developments in the U.S. health insurance system; our dependence on revenue from carriers in our senior segment and downturns in the senior health as well as life, automotive and home insurance industries; our ability to develop new offerings and penetrate new vertical markets; risks from third-party

products; failure to enroll individuals during the Medicare annual enrollment period; our ability to attract, integrate and retain qualified personnel; our dependence on lead providers and ability to compete for leads; failure to obtain and/or convert sales leads to actual sales of insurance policies; access to data from consumers and insurance carriers; accuracy of information provided from and to consumers during the insurance shopping process; cost-effective advertisement through internet search engines; ability to contact consumers and market products by telephone; global economic conditions; disruption to operations as a result of future acquisitions; significant estimates and assumptions in the preparation of our financial statements; impairment of goodwill; potential litigation and claims, including IP litigation; our existing and future indebtedness; developments with respect to LIBOR; access to additional capital; failure to protect our intellectual property and our brand; fluctuations in our financial results caused by seasonality; accuracy and timeliness of commissions reports from insurance carriers; timing of insurance carriers’ approval and payment practices; factors that impact our estimate of the constrained lifetime value of commissions per policyholder; changes in accounting rules, tax legislation and other legislation; disruptions or failures of our technological infrastructure and platform; failure to maintain relationships with third-party service providers; cybersecurity breaches or other attacks involving our systems or those of our insurance carrier partners or third-party service providers; our ability to protect consumer information and other data; and failure to market and sell Medicare plans effectively or in compliance with laws. For a further discussion of these and other risk factors that could impact our future results and performance, see the section entitled “Risk Factors” in the most recent Annual Report on Form 10-K (the “Annual Report”) filed by us with the Securities and Exchange Commission. Accordingly, you should not place undue reliance on any such forward-looking statements. Any forward-looking statement speaks only as of the date on which it is made, and, except as otherwise required by law, we do not undertake any obligation to publicly update or review any forward-looking statement, whether as a result of new information, future developments or otherwise.

About SelectQuote:

Founded in 1985, SelectQuote (NYSE: SLQT) provides solutions that help consumers protect their most valuable assets: their families, health and property. The company pioneered the direct-to-consumer model of providing unbiased comparisons from multiple, highly-rated insurance companies allowing consumers to choose the policy and terms that best meet their unique needs. Two foundational pillars underpin SelectQuote’s success: a strong force of highly-trained and skilled agents who provide a consultative needs analysis for every consumer, and proprietary technology that sources, scores, and routes high-quality sales leads. The company has three core business lines: SelectQuote Senior, SelectQuote Life and SelectQuote Auto and Home. SelectQuote Senior, the largest and fastest-growing business, serves the needs of a demographic that sees 10,000 people turn 65 each day with a range of Medicare Advantage and Medicare Supplement plans from leading, nationally-recognized carriers, as well as prescription drug plans, dental, vision and hearing plans.

Investor Relations:

Sloan Bohlen

877-678-4083

investorrelations@selectquote.com

Media:

Matt Gunter

913-286-4931

matt.gunter@selectquote.com

Kelly Hale

913-653-4375

kelly.hale@selectquote.com

Source: SelectQuote, Inc.

SELECTQUOTE, INC. AND SUBSIDIARIES

CONSOLIDATED BALANCE SHEETS

(Unaudited)

(In thousands)

June 30,
2021 2020
ASSETS
CURRENT ASSETS:
Cash and cash equivalents $ 286,454 $ 321,065
Restricted cash — 47,805
Accounts receivable 113,375 83,634
Commissions receivable-current 89,120 51,209
Other current assets 4,486 10,121
Total current assets 493,435 513,834
COMMISSIONS RECEIVABLE—Net 756,777 461,752
PROPERTY AND EQUIPMENT—Net 29,510 22,150
SOFTWARE—Net 12,611 8,399
OPERATING LEASE RIGHT-OF-USE ASSETS 31,414 —
INTANGIBLE ASSETS—Net 40,670 19,673
GOODWILL 68,019 46,577
OTHER ASSETS 1,436 1,408
TOTAL ASSETS $ 1,433,872 $ 1,073,793
LIABILITIES AND SHAREHOLDERS’ EQUITY
CURRENT LIABILITIES:
Accounts payable $ 34,079 $ 22,891
Accrued expenses 20,676 14,936
Accrued compensation and benefits 40,909 22,228
Earnout liability — 30,812
Operating lease liabilities—current 5,289 —
Other current liabilities 7,864 4,944
Total current liabilities 108,817 95,811
DEBT 459,043 311,814
DEFERRED INCOME TAXES 140,988 105,844
OPERATING LEASE LIABILITIES 38,392 —
OTHER LIABILITIES 11,743 14,635
Total liabilities 758,983 528,104
COMMITMENTS AND CONTINGENCIES
SHAREHOLDERS’ EQUITY:
Common stock, $.01 par value 1,635 1,622
Additional paid-in capital 544,771 548,113
Retained earnings (accumulated deficit) 128,254 (2,792)
Accumulated other comprehensive income (loss) 229 (1,254)
Total shareholders’ equity 674,889 545,689
TOTAL LIABILITIES AND SHAREHOLDERS’ EQUITY $ 1,433,872 $ 1,073,793

SELECTQUOTE, INC. AND SUBSIDIARIES

CONSOLIDATED STATEMENTS OF COMPREHENSIVE INCOME

(Unaudited)

(In thousands)

Three Months Ended June 30, Year Ended June 30,
2021 2020 2021 2020
REVENUE:
Commission $ 162,294 $ 122,679 $ 826,606 $ 476,606
Production bonus and other 26,155 18,768 111,209 54,909
Total revenue 188,449 141,447 937,815 531,515
OPERATING COSTS AND EXPENSES:
Cost of revenue 64,110 40,911 270,715 167,399
Marketing and advertising 86,595 51,911 385,291 184,157
General and administrative 18,618 9,504 63,114 35,283
Technical development 5,165 3,259 18,623 12,347
Total operating costs and expenses 174,488 105,585 737,743 399,186
INCOME FROM OPERATIONS 13,961 35,862 200,072 132,329
INTEREST EXPENSE, NET (8,422) (8,356) (29,320) (24,595)
LOSS ON EXTINGUISHMENT OF DEBT — (1,166) (3,315) (1,166)
OTHER EXPENSES, NET (43) (385) (1,588) (405)
INCOME BEFORE INCOME TAX EXPENSE 5,496 25,955 165,849 106,163
INCOME TAX EXPENSE 2,184 5,906 34,803 25,016
NET INCOME $ 3,312 $ 20,049 $ 131,046 $ 81,147
NET INCOME (LOSS) PER SHARE:
Basic $ 0.02 $ 0.15 $ 0.80 $ (0.16)
Diluted $ 0.02 $ 0.13 $ 0.79 $ (0.16)
WEIGHTED-AVERAGE COMMON STOCK OUTSTANDING USED IN PER SHARE AMOUNTS:
Basic 163,441 120,018 162,889 97,496
Diluted 165,689 152,404 165,544 97,496
OTHER COMPREHENSIVE (LOSS) INCOME NET OF TAX:
(Loss) gain on cash flow hedge (186) (1,254) 1,483 (1,254)
OTHER COMPREHENSIVE (LOSS) INCOME (186) (1,254) 1,483 (1,254)
COMPREHENSIVE INCOME $ 3,126 $ 18,795 $ 132,529 $ 79,893

SELECTQUOTE, INC. AND SUBSIDIARIES

CONSOLIDATED STATEMENTS OF CASH FLOWS

(Unaudited)

(In thousands)

Three Months Ended June 30, Year Ended June 30,
2021 2020 2021 2020
CASH FLOWS FROM OPERATING ACTIVITIES:
Net income $ 3,312 $ 20,049 $ 131,046 $ 81,147
Adjustments to reconcile net income to net cash, cash equivalents, and restricted cash used in operating activities:
Depreciation and amortization 4,883 2,720 16,142 7,993
Loss on disposal of property, equipment, and software 425 125 686 360
Share-based compensation expense 1,476 216 5,165 9,498
Deferred income taxes 2,180 5,889 34,654 25,007
Amortization of debt issuance costs and debt discount 862 835 3,344 2,266
Write-off of debt issuance costs — 237 2,570 237
Fair value adjustments to contingent earnout obligations — 375 1,488 375
Non-cash lease expense 953 — 3,823 —
Changes in operating assets and liabilities:
Accounts receivable 25,077 1,472 (27,827) (15,585)
Commissions receivable (81,747) (54,910) (332,936) (197,364)
Other assets 500 (4,772) 4,848 (3,352)
Accounts payable and accrued expenses (6,495) 2,776 19,728 15,672
Operating lease liabilities (1,151) — (3,782) —
Other liabilities (4,768) 5,243 25,609 11,970
Net cash used in operating activities (54,493) (19,745) (115,442) (61,776)
CASH FLOWS FROM INVESTING ACTIVITIES:
Purchases of property and equipment (8,387) (3,260) (14,907) (9,446)
Proceeds from sales of property and equipment — — — 3
Purchases of software and capitalized software development costs (2,275) (1,663) (8,081) (6,106)
Acquisition of business (17,150) (35,821) (41,028) (35,821)
Net cash used in investing activities (27,812) (40,744) (64,016) (51,370)
CASH FLOWS FROM FINANCING ACTIVITIES:
Proceeds from revolving line of credit — 2,014 — 87,989
Payments on revolving line of credit — (2,014) — (99,021)
Net proceeds from Term Loans — — 228,753 416,500
Payments on Term Loans — (100,000) (84,118) (100,000)
Proceeds from other debt — 4,450 — 16,575
Payments on other debt (62) (29,015) (251) (31,447)
Proceeds from common stock options exercised and employee stock purchase plan 109 141 1,887 5,506
Cash dividends paid — — — (275,000)
Issuance of preferred stock — 135,000 — 135,000
Payments of tax withholdings related to net share settlement of equity awards (336) — (10,362) —
Payments of debt issuance costs — (160) (885) (7,854)
Payments of costs incurred in connection with private placement — (3,784) (1,771) (3,784)
Payments of costs incurred in connection with initial public offering — (1,100) (3,911) (3,218)
Proceeds from initial public offering, net of underwriters’ discounts and commissions — 340,200 — 340,200
Payment of contingent earnout liability — — (32,300) —
Net cash (used in) provided by financing activities (289) 345,732 97,042 481,446
NET (DECREASE) INCREASE IN CASH, CASH EQUIVALENTS, AND RESTRICTED CASH (82,594) 285,243 (82,416) 368,300
CASH, CASH EQUIVALENTS, AND RESTRICTED CASH—Beginning of year 369,048 83,627 368,870 570
CASH, CASH EQUIVALENTS, AND RESTRICTED CASH—End of year $ 286,454 $ 368,870 $ 286,454 $ 368,870

SELECTQUOTE, INC. AND SUBSIDIARIES

Adjusted EBITDA to Net Income Reconciliation

(Unaudited)

4Q 2021
(in thousands) Senior Life Auto & Home Corp & Elims Consolidated
Revenue $ 124,391 $ 59,905 $ 7,161 $ (3,008) $ 188,449
Operating expenses (99,561) (49,595) (5,845) (12,128) (167,129)
Other expenses, net — — — (43) (43)
Adjusted EBITDA 24,830 10,310 1,316 (15,179) 21,277
Share-based compensation expense (1,476)
Non-recurring expenses (575)
Depreciation and amortization (4,883)
Loss on disposal of property, equipment, and software (425)
Interest expense, net (8,422)
Income tax expense (2,184)
Net income $ 3,312
4Q 2020
--- --- --- --- --- --- --- --- --- --- ---
(in thousands) Senior Life Auto & Home Corp & Elims Consolidated
Revenue $ 87,865 $ 42,423 $ 12,127 $ (968) $ 141,447
Operating expenses (54,478) (30,165) (9,023) (7,633) (101,299)
Other expenses, net — — — (10) (10)
Adjusted EBITDA 33,387 12,258 3,104 (8,611) 40,138
Share-based compensation expense (216)
Non-recurring expenses (1,053)
Depreciation and amortization (2,720)
Loss on disposal of property, equipment, and software (125)
Contingent consideration (375)
Restructuring expenses (172)
Interest expense, net (8,356)
Loss on extinguishment of debt (1,166)
Income tax expense (5,906)
Net income $ 20,049

SELECTQUOTE, INC. AND SUBSIDIARIES

Adjusted EBITDA to Net Income Reconciliation

(Unaudited)

FY 2021
(in thousands) Senior Life Auto & Home Corp & Elims Consolidated
Revenue $ 728,701 $ 185,503 $ 30,913 $ (7,302) $ 937,815
Operating expenses (484,924) (155,127) (22,735) (46,899) (709,685)
Other expenses, net — — — (100) (100)
Adjusted EBITDA 243,777 30,376 8,178 (54,301) 228,030
Share-based compensation expense (5,165)
Non-recurring expenses (6,065)
Fair value adjustments to contingent earnout obligations (1,488)
Depreciation and amortization (16,142)
Loss on disposal of property, equipment, and software (686)
Interest expense, net (29,320)
Loss on extinguishment of debt (3,315)
Income tax expense (34,803)
Net income $ 131,046
FY 2020
--- --- --- --- --- --- --- --- --- --- ---
(in thousands) Senior Life Auto & Home Corp & Elims Consolidated
Revenue $ 361,673 $ 129,967 $ 41,189 $ (1,314) $ 531,515
Operating expenses (215,935) (102,155) (32,490) (26,881) (377,461)
Other expenses, net — — — (30) (30)
Adjusted EBITDA $ 145,738 $ 27,812 $ 8,699 $ (28,225) 154,024
Share-based compensation expense (9,498)
Non-recurring expenses (3,721)
Depreciation and amortization (7,993)
Loss on disposal of property, equipment, and software (360)
Fair value adjustments to contingent earnout obligations (375)
Restructuring expenses (153)
Interest expense, net (24,595)
Loss on extinguishment of debt (1,166)
Income tax expense (25,016)
Net income $ 81,147

12

selectquoteincjune302021

4th Quarter and Fiscal Year End 2021 Earnings Conference Call Presentation August 25, 2021 Exhibit 99.2

Forward-Looking Statements This presentation contains forward-looking statements. These forward-looking statements reflect our current views with respect to, among other things, future events and our financial performance. These statements are often, but not always, made through the use of words or phrases such as “may,” “should,” “could,” “predict,” “potential,” “believe,” “will likely result,” “expect,” “continue,” “will,” “anticipate,” “seek,” “estimate,” “intend,” “plan,” “projection,” “would” and “outlook,” or the negative version of those words or other comparable words or phrases of a future or forward-looking nature. These forward-looking statements are not historical facts, and are based on current expectations, estimates and projections about our industry, management’s beliefs and certain assumptions made by management, many of which, by their nature, are inherently uncertain and beyond our control. Accordingly, we caution you that any such forward-looking statements are not guarantees of future performance and are subject to risks, assumptions and uncertainties that are difficult to predict. Although we believe that the expectations reflected in these forward-looking statements are reasonable as of the date made, actual results may prove to be materially different from the results expressed or implied by the forward-looking statements. There are or will be important factors that could cause our actual results to differ materially from those indicated in these forward-looking statements, including, but not limited to, the following: the ultimate duration and impact of the ongoing COVID-19 pandemic, our reliance on a limited number of insurance carrier partners and any potential termination of those relationships or failure to develop new relationships; existing and future laws and regulations affecting the health insurance market; changes in health insurance products offered by our insurance carrier partners and the health insurance market generally; insurance carriers offering products and services directly to consumers; changes to commissions paid by insurance carriers and underwriting practices; competition with brokers, exclusively online brokers and carriers who opt to sell policies directly to consumers; competition from government-run health insurance exchanges; developments in the U.S. health insurance system; our dependence on revenue from carriers in our senior segment and downturns in the senior health as well as life, automotive and home insurance industries; our ability to develop new offerings and penetrate new vertical markets; risks from third-party products; failure to enroll of individuals during the Medicare annual enrollment period; our ability to attract, integrate and retain qualified personnel; our dependence on lead providers and ability to compete for leads; failure to obtain and/or convert sales leads to actual sales of insurance policies; access to data from consumers and insurance carriers; accuracy of information provided from and to consumers during the insurance shopping process; cost-effective advertisement through internet search engines; ability to contact consumers and market products by telephone; global economic conditions; disruption to operations as a result of future acquisitions; significant estimates and assumptions in the preparation of our financial statements; impairment of goodwill; potential litigation and claims, including IP litigation; our existing and future indebtedness; developments with respect to LIBOR; access to additional capital; failure to protect our intellectual property and our brand; fluctuations in our financial results caused by seasonality; accuracy and timeliness of commissions reports from insurance carriers; timing of insurance carriers’ approval and payment practices; factors that impact our estimate of the constrained lifetime value of commissions per policyholder; changes in accounting rules, tax legislation and other legislation; disruptions or failures of our technological infrastructure and platform; failure to maintain relationships with third-party service providers; cybersecurity breaches or other attacks involving our systems or those of our insurance carrier partners or third-party service providers; our ability to protect consumer information and other data; and failure to market and sell Medicare plans effectively or in compliance with laws. For a further discussion of these and other risk factors that could impact our future results and performance, see the section entitled “Risk Factors” in the most recent Annual Report on Form 10-K (the “Annual Report”) filed by us with the Securities and Exchange Commission. Accordingly, you should not place undue reliance on any such forward-looking statements. Any forward-looking statement speaks only as of the date on which it is made, and, except as otherwise required by law, we do not undertake any obligation to publicly update or review any forward-looking statement, whether as a result of new information, future developments or otherwise. Certain information contained in this presentation and statements made orally during this presentation relates to or are based on publications and other data obtained from third-party sources. While we believe these third-party sources to be reliable as of the date of this presentation, we have not independently verified, and make no representation as to the adequacy, fairness, accuracy or completeness of, any information obtained from such third-party sources. No Offer or Solicitation; Further Information This presentation is for informational purposes only and is not an offer to sell with respect to any securities. This presentation should be read together with “Management’s Discussion and Analysis of Financial Condition and Results of Operations” and the consolidated financial statements and the related notes thereto included in the Annual Report and subsequent quarterly reports. Non-GAAP Financial Measures This presentation includes certain non-GAAP financial measures intended to supplement, not substitute for, comparable GAAP measures. To supplement our financial statements presented in accordance with GAAP and to provide investors with additional information regarding our GAAP financial results, we have presented in this presentation Adjusted EBITDA and Adjusted EBITDA Margin, which are non-GAAP financial measures. These non-GAAP financial measures are not based on any standardized methodology prescribed by GAAP and are not necessarily comparable to similarly titled measures presented by other companies. We define Adjusted EBITDA as income before interest expense, income tax expense, depreciation and amortization, and certain add-backs for non-cash or non-recurring expenses, including restructuring and share-based compensation expenses. The most directly comparable GAAP measure is net income. We monitor and have presented in this presentation Adjusted EBITDA because it is a key measure used by our management and Board of Directors to understand and evaluate our operating performance, to establish budgets and to develop operational goals for managing our business. In particular, we believe that excluding the impact of these expenses in calculating Adjusted EBITDA can provide a useful measure for period-to-period comparisons of our core operating performance. For further discussion regarding this non-GAAP measure, please see today’s press release. Disclaimer

FY21 Earnings Highlights 3 SelectQuote generated strong top-line growth for 4th quarter and full-year 2021 driven by continued strength in the Senior business. FY21 Consolidated Revenue totaled $938 million, up 76% year-over-year. FY21 Senior Revenue totaled $729 million, up 101% year-over-year. FY21 Consolidated Adjusted EBITDA* totaled $228 million, up 48% year-over-year. FY21 Senior Adjusted EBITDA* totaled $244 million, up 67% year-over-year. Consolidated net income totaled $131 million or $0.79 per diluted share. FY22 Revenue and EBITDA guidance reflect strong continued growth and profitability despite some headwinds on the retention front. Population Health and SelectRx leverage our deep advisory relationships to provide robust solutions that lead to improved patient outcomes and create new and meaningful revenue streams at attractive customer acquisition economics. *See reconciliations from non-GAAP measure, Adjusted EBITDA, to net income on slides 20-23.

105 154 228 FY19 FY20 FY21 Strong Revenue & EBITDA Growth 337 532 938 FY19 FY20 FY21 CAGR: 6 7% CAGR: 4 7% Revenue ($MM) Adj. EBITDA* ($MM) 4 *See reconciliations from non-GAAP measure, Adjusted EBITDA, to net income on slides 20-23.

Productive Agent Headcount Revenue \ CAC 2021 Year-in-Review 5 Revenue 76% YoY Growth Adj. EBITDA* 48% YoY Growth Adj. EBITDA* Margin 24% FY21 Actual Consolidated Revenue Adj. EBITDA* 101% YoY Growth 67% YoY Growth 33% FY21 Actual Senior Adj. EBITDA* Margin KPIs 3x 75% YoY Growth MA LTV (2)% YoY *See reconciliations from non-GAAP measure, Adjusted EBITDA, to net income on slides 20-23.

Predicted vs. Actual Cohort Cash Collected 6 39% IRR 32% IRR 25% IRR 23% IRR 22% IRR 45% IRR 41% IRR 39% IRR 28% IRR 24% IRR *Implied IRRs are relative to the entire Senior Segment *Curves are MA curves

7 FY21 Cohort Annual Percent Variance in Persistency IRR Change in Original Renewal Year Revenue 10% 36% 49% 5% 31% 22% 0% 26% 0% -5% 22% -17% -10% 17% -31% Average 10-Year Returns Private Equity 15.5% S&P 500 13.4% Hedge Funds 5.9% Commercial Real Estate 5.9% US Corporate Bonds 5.0% Persistency Impact on IRR in Context Internal rates of return remain attractive Sources: Bloomberg - Bain & Company - EurekaHedge - S&P Global - Fed Reserve Real Estate Value Note: Commercial Real Estate – as of July 2020

Population Health Progress 8 Daily Opt-Ins Population Health SelectRx Opt-In Rate HRA Completion Rate Daily Enrollments Opt-In Rate Customers with 8+ Drugs ~1,200 80%+ 85%+ 3x Pre-Acquisition ~70% 75%+

9 Global Customer Economics *Core Policy: Medicare Advantage and Medicare Supplement approved policies *Revenues represented here are Total Senior Division Revenues

10 SelectQuote – Consolidated Financial Summary 40 21 154 228 Q4 FY20 Q4 FY21 FY 20 FY 21 141 188 532 938 Q4 FY 20 Q4 FY 21 FY 20 FY 21 11% Adj. EBITDA Margin 28% 33% Revenue ($MM) Adj. EBITDA* ($MM) 76 % 24%29% (47)% 48% *See reconciliations from non-GAAP measure, Adjusted EBITDA, to net income on slides 20-23.

11 SelectQuote Senior – KPIs 82 117 317 625 54 83 225 468 6 2 18 22 21 32 73 136 MA MS Other 4Q20 4Q21 FY20 FY21 $1,256 $1,121 $1,287 $1,260 4Q20 4Q21 FY20 FY21 Total Policies Approved 000s MA LTV

• Dollars “at risk” beyond renewal 3 only represent 25% of lifetime revenue and have higher and more consistent annual persistency • Between the first year and first 3 renewals, 75% of the lifetime revenue will be collected • Cohort is expected to generate 20%+ IRR Projected Cashflow Progression of FY21 Cohort 12

• 2018 and 2019 cohorts have already broken even • Each cohort is expected to deliver well in excess of 20% IRR with 2015 – 2016 cohorts already there • Very consistent and predictable progression of cash and IRR Cohorts continue to demonstrate strong profitability and cashflow 13 Updated Cashflow Cohorts

SelectQuote – FY2022 Consolidated Guidance ($'s in millions) Range Implied YoY Growth Revenue $1,250 - $1,400 33% - 49% Net Income $133 - $156 2% - 19% Adjusted EBITDA* $255 - $285 12% - 25% 14 *See reconciliations from non-GAAP measure, Adjusted EBITDA, to net income on slides 20-23.

FY22 Consolidated Adj. EBITDA* Bridge ($ M ) 228 126 (5) (65) 17 0 (31) 270 FY21 ADJ EBITDA Core Senior SelectRx Risk of 4Q22 Tail Adjustment Life Auto & Home Corporate FY22 ADJ EBITDA 0 50 100 150 200 250 300 350 400 15 *See reconciliations from non-GAAP measure, Adjusted EBITDA, to net income on slides 20-23.

2022 Senior Core Business Remains Strong 16 ~60% YoY Growth ~24% YoY Growth ~26% FY22 Forecast 3x $1,160 ~69% YoY Growth ~50% YoY Growth ~30% FY22 Forecast FY22 Senior KPIsCore Operating Performance Revenue Adj. EBITDA* Adj. EBITDA* Margin Revenue Adj. EBITDA* Adj. EBITDA* Margin Revenue \ CAC MA LTV Approaching 1 Million Policies *See reconciliations from non-GAAP measure, Adjusted EBITDA, to net income on slides 20-23.

SelectRx Provides Growth and Profitability Potential SelectRx expected to yield EBITDA and cash returns in FY23 and beyond SelectRx Ramp 17 ~25k ~$170M FY22 EOP Members ~$370M Lifetime Revenue Q4 Annualized Revenue

18 Population Health and SelectRx present an opportunity to expand returns, add significant revenue, Adj. EBITDA, and cashflow and ultimately bolster customer connectivity and persistency in the Senior Business. Population Health is a Game Changer SelectQuote is committed to providing visibility and context for investors to fully understand the business. Market Leading Disclosure The IRRs and projected cash flow of our cohorts remain compelling and significantly accretive across a wide range of persistency scenarios. Returns on Invested Capital are Highly Attractive FY21 results reflect strong core business fundamentals with robust growth (101% Senior revenue growth) and attractive margins (33% Senior Adj. EBITDA* margin). Core Senior Business Trends Remain Strong *See reconciliations from non-GAAP measure, Adjusted EBITDA, to net income on slides 20-23. Key Investment Takeaways

Supplemental Information 19

FY 2021 and 4Q 2021 Adjusted EBITDA to Net Income Reconciliation FY 2021 (in thousands) Senior Life Auto & Home Corp & Elims Consolidated Revenue $ 728,701 $ 185,503 $ 30,913 $ (7,302) $ 937,815 Operating expenses (484,924) (155,127) (22,735) (46,899) (709,685) Other expenses, net — — — (100) (100) Adjusted EBITDA 243,777 30,376 8,178 (54,301) 228,030 Share-based compensation expense (5,165) Non-recurring expenses (6,065) Fair value adjustments to contingent earnout obligations (1,488) Depreciation and amortization (16,142) Loss on disposal of property, equipment, and software (686) Interest expense, net (29,320) Loss on extinguishment of debt (3,315) Income tax expense (34,803) Net income $ 131,046 4Q 2021 (in thousands) Senior Life Auto & Home Corp & Elims Consolidated Revenue $ 124,391 $ 59,905 $ 7,161 $ (3,008) $ 188,449 Operating expenses (99,561) (49,595) (5,845) (12,128) (167,129) Other expenses, net — — — (43) (43) Adjusted EBITDA 24,830 10,310 1,316 (15,179) 21,277 Share-based compensation expense (1,476) Non-recurring expenses (575) Depreciation and amortization (4,883) Loss on disposal of property, equipment, and software (425) Interest expense, net (8,422) Income tax expense (2,184) Net income $ 3,312 20

FY 2020 and 4Q 2020 Adjusted EBITDA to Net Income Reconciliation FY 2020 (in thousands) Senior Life Auto & Home Corp & Elims Consolidated Revenue $ 361,673 $ 129,967 $ 41,189 $ (1,314) $ 531,515 Operating expenses (215,935) (102,155) (32,490) (26,881) (377,461) Other expenses, net — — — (30) (30) Adjusted EBITDA 145,738 27,812 8,699 (28,225) 154,024 Share-based compensation expense (9,498) Non-recurring expenses (3,721) Depreciation and amortization (7,993) Loss on disposal of property, equipment, and software (360) Fair value adjustments to contingent earnout obligations (375) Restructuring expenses (153) Interest expense, net (24,595) Loss on extinguishment of debt (1,166) Income tax expense (25,016) Net income $ 81,147 4Q 2020 (in thousands) Senior Life Auto & Home Corp & Elims Consolidated Revenue $ 87,865 $ 42,423 $ 12,127 $ (968) $ 141,447 Operating expenses (54,478) (30,165) (9,023) (7,633) (101,299) Other expenses, net — — — (10) (10) Adjusted EBITDA 33,387 12,258 3,104 (8,611) 40,138 Share-based compensation expense (216) Non-recurring expenses (1,053) Depreciation and amortization (2,720) Loss on disposal of property, equipment, and software (125) Contingent consideration (375) Restructuring expenses (172) Interest expense, net (8,356) Loss on extinguishment of debt (1,166) Income tax expense (5,906) Net income $ 20,049 21

FY 2019 and 4Q 2019 Adjusted EBITDA to Net Income Reconciliation FY 2019 (in thousands) Senior Life Auto & Home Corp & Elims Consolidated Revenue $ 192,257 $ 110,493 $ 35,054 $ (335) $ 337,469 Operating expenses (102,083) (84,672) (27,237) (18,184) (232,176) Other expenses, net — — — (15) (15) Adjusted EBITDA 90,174 25,821 7,817 (18,534) 105,278 Share-based compensation expense (86) Non-recurring expenses (1,691) Depreciation and amortization (4,702) Loss on disposal of property, equipment, and software (221) Restructuring expenses (2,305) Interest expense, net (1,660) Income tax expense (22,034) Net income $ 72,579 4Q 2019 (in thousands) Senior Life Auto & Home Corp & Elims Consolidated Revenue $ 33,799 $ 30,908 $ 9,818 $ (126) $ 74,399 Operating expenses (20,803) (21,808) (7,542) (4,719) (54,872) Other expenses, net — — — (7) (7) Adjusted EBITDA 12,996 9,100 2,276 (4,852) 19,520 Share-based compensation expense (20) Non-recurring expenses (871) Depreciation and amortization (1,256) Loss on disposal of property, equipment, and software (170) Restructuring expenses 55 Interest expense, net (538) Income tax expense (3,834) Net income $ 12,886 22

(in thousands) Range Net Income $ 133,000 $ 156,000 Income tax expense 47,000 54,000 Interest expense, net 37,000 37,000 Depreciation and amortization 20,000 20,000 Non-recurring expenses 5,000 5,000 Share-based compensation expense 13,000 13,000 Adjusted EBITDA $ 255,000 $ 285,000 FY22 Guidance Adjusted EBITDA to Net Income Reconciliation 23

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